38:1ROI

$21Mpipeline

THE
Background

If you’ve ever used an online budget tool, or provided data to your bank or other financial institution for a loan, you may have experienced the power of one of Yodlee’s products. They work with more than 1,000 financial institutions and fintech innovators, including 13 of the top 20 U.S. Banks. Yodlee’s is a leading data aggregation and data analytics platform that enables a massive data network associated with tens of millions of consumers.

Challenges

  • Lacking a lead qualification process before being handed off to sales team
  • Yodlee poised for hyper-growth, but lacked an inside sales team
  • Gap in nurturing process
  • Low brand recognition in Europe, the Middle East and Africa (EMEA)

The Solution

Televerde Services

  • Sales Development Representative
  • Web Chat

The engagement kicked off in 2015 with two Sales Development Representatives (SDRs) focused on North America. The campaign integrated with Yodlee’s Marketo instance for complete closed-loop reporting. Interested buyers completed contact forms which synced over to Televerde’s SDR team.

SDRs nurtured and qualified prospects, with updated information input into Salesforce before passing leads to Yodlee’s sales team. From there, data flowed back into Marketo. Based on experience, Televerde suggested the use of web chat to engage website visitors, which also proved successful in prospect engagement.

Mid-2017, Yodlee expanded efforts internationally, launching SDR efforts in Latin America and EMEA while leveraging US agents for North America and APAC. Agent fit for the SDR role included not just financial acumen, but also business culture understanding of 18 different countries in all regions of the world.

The Results

Over nearly three years, the Televerde partnership resulted in a 38:1 overall ROI and a $21M pipeline. Internationally, the results are emerging, along with brand awareness. The Televerde team generated $277K in pipeline resulting in $201K of closed won business, an ROI of 3x in less than six months.

A key to this engagement success is the sales and marketing alignment that Televerde brings to the table. As a strategic partner, Televerde helps Yodlee assess the sales and support expectations and challenges of global go-to-market moves.

“Televerde has given us the people and support and technology to deliver on our responsibility to our sales team, as well as improve the quality of the leads going through our system.”
-Ron Barasch,
VP of Marketing and Demand Generation

We’ve got a
track record of success